Director, Business Development


Primastep LLC

Sterling, VA
Full Time
3y ago

Company Description

We are specialized in Agile web development in secure, cloud-based computing environments, big data collection and analytics, and infrastructure support. We modernize legacy software systems using industry leading technologies and help federal agencies achieve mission objectives in support of the American public. Recent projects include large-scale cloud migrations, development of artificial intelligence and machine learning systems, implementation of geospatial systems, and analysis of nationwide data collections.

Job Description

Growth Operations:

  • Lead all aspects of organic growth operations
  • Develop and implement a holistic set of Business Development processes
  • Select and implement growth focused tools, including a market intelligence platform as well as a customer relationship management tool to track key stakeholders, opportunities, partners and develop executive reporting, B&P tracking, and forecasting
  • Own budgeting and tracking of BD, Capture, and B&P spend and activities, managing consultants and shepherding opportunities through the full Business Development lifecycle
  • Facilitate the development of multi-channel digital marketing, white papers, press releases, and capabilities statements tied to core-capabilities, new contract wins, and other corporate growth topics

Planning and Strategy:

  • Serve as key stakeholder in the development of the company’s organic growth strategy, including active engagement in an agile growth planning cycle
  • Expand the professional presence in the industry and build the reputation for thought-leadership in-line with corporate goals
  • Work with technical and delivery leadership to articulate, differentiate, and communicate core capabilities
  • Positioning, Market Research, and Opportunity Identification
  • Develop account plans for Federal customer accounts
  • Develop and leverage relationships with key stakeholders and decision makers
  • Build relationships with and vet potential prime and subcontractors for individual opportunities and/or strategic partnerships ties to capabilities or agencies
  • Identify opportunities for strategic and sustainable growth, including potential customers and specific procurements
  • Engage and influence personnel across the company to effectively contribute to opportunity identification when required to support the Growth Strategy, define, source, and hire resources to expand internal opportunity identification and business development capacity

Opportunity Capture:

  • Qualify opportunities through a progressive review and bid decision process
  • Develop capture plans for high-value opportunities, describing clear win strategies, call plans, and the actions required to increase win probability
  • Manage and track capture plans
  • Identify and assemble capture teams (internal and external resources) to execute the capture plans
  • Facilitate, monitor, and manage the capture teams throughout the capture lifecycle
  • Facilitate the development of winning solutions including win themes and differentiators
  • Gather and leverage market and competitive intelligence
  • Execute customer call plans
  • Participate in and support proposal development, acting as the “opportunity owner and SME”
  • Ensure seamless handoff to the delivery team after award
  • When required to support the Growth Strategy, define, source, and hire resources to expand internal capture capacity

Proposal Oversight and Capability Development:

  • Identify, engage, and oversee proposal support.
  • Define and communicate interfaces between proposal support and stakeholders to ensure efficient data calls, color reviews, and approvals.
  • When required to support the Growth Strategy, lead the definition and standup of the proposal development capability including people, process, and tools



  • Bachelor's degree in Business Administration, Marketing, Finance, or related field
  • 7+ years’ experience in business development, capture, and proposal development for U.S. Federal government , with a proven track record in pursuing and capturing new federal business, including building and leveraging relationships, developing effective teaming and win strategies, and writing winning proposals
  • 7+ years of experience in Business Development Management, Program Management/Administration, and/or Capture Management with direct responsibility for winning new business in the IT services market.
  • Extensive network of Government and industry relationships in Federal Agencies.
  • Proven performance in breaking into new accounts and expanding business
  • Proven reputation of establishing and maintaining credibility, and influencing senior levels of Government customers and Industry partners
  • Demonstrated ability to lead organizations focused on execution and growth, and build and sustain customer intimacy at the highest levels
  • Demonstrated ability to conduct market and industry research analyses
  • Working knowledge of GSA Schedules and other GWAC vehicles terms and conditions
  • Working knowledge of FAR and DFARs
  • Demonstrated experience building and improving Business Development strategy, operations, metrics, and reporting from the ground-up
  • Ability to interface with corporate executive leadership to provide reporting and status against goals and targets
  • Outstanding interpersonal and communication skills with the ability to effectively communicate across diverse audiences and influence cross functionality
  • Ability to multi-task as well as be strategic, creative, and innovative in a dynamic, fast paced matrixed team environment.

Additional Information

  • Job Location:   Sterling, VA 20166 (Up to 3 days/wk remote)
  • Job Type:   Full-Time
  • Pay:   Base + OTE (Depends on Experience)
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Onkar By: Onkar